# BLOGS

Best practices and strategic insights from the OEM industry experts.

### [Making Installed Base Selling Real](/content/making-installed-base-selling-real/index.html)

Vivek Joshi  
August 19, 2020

I recently had an opportunity to read a new book on the topic of Installed Base selling by Remi Gicquel and Paul Andre Lambert. “Using Installed Base Selling to Maximize Revenue: A Step-by-Step Approach to Achieving Long-Term Profitable Growth”. And it is one of the few books on the topic

[Read more about Making Installed Base Selling Real](/content/making-installed-base-selling-real/index.html)

### [How Industrial OEMs can deal with excess inventory?](/content/how-industrial-oems-can-deal-with-excess-inventory/index.html)

Tom Sturdivant  
June 11, 2020

“Hey Tom, do you have any campaign ideas on excess inventory? With the slowdown all around, I thought it might be a good idea to check with you, given the year-long inventory campaigns you run for a customer of yours. Think you could help?”  This was the note that I

[Read more about How Industrial OEMs can deal with excess inventory?](/content/how-industrial-oems-can-deal-with-excess-inventory/index.html)

### [Here are Industrial OEM priorities for 2020](/content/here-are-industrial-oem-priorities-for-2020/index.html)

Vivek Joshi  
May 21, 2020

What do four years feel like to you today? I am almost certain they feel like an eternity given what’s happening around us. A BCG report that came out this last week caught my attention & it perfectly sums up the sea change in priorities across the industrial OEM landscape

[Read more about Here are Industrial OEM priorities for 2020](/content/here-are-industrial-oem-priorities-for-2020/index.html)

### [Predicting market shifts – where is industrial OEM headed next?](/content/predicting-market-shifts-where-is-industrial-oem-headed-next/index.html)

Vivek Joshi  
May 12, 2020

TL;DR ●      Markets are shifting like quicksand under the feet of OEMs; broad segments are going to be reshaped and redefined because of COVID19 driven changes. ●      Customer behaviour is changing at warp speed; specifically remote, distributed workforces on supplier and customer sides will drive the need for new interaction processes. ●      Buying

[Read more about Predicting market shifts – where is industrial OEM headed next?](/content/predicting-market-shifts-where-is-industrial-oem-headed-next/index.html)